B2B Marketing Directions

APRIL 2, 2023

The rule states that up to 95% of business buyers aren't in the market for many goods and services at any one time. Professor Dawes illustrated the rule with this example: "Corporations change service providers such as their principal bank or law firm around once every five years on average.

Rules 52

Rules B2B Marketing B2B Trigger Marketing 52

Navigate the Channel

MAY 22, 2023

Business buyers need to know they’ll produce a return on their investment when purchasing from you. A marketplace already has their trust, making it easier to convert buyers through the platform,” according to Shopify. Additionally, FBA listing makes your item or product eligible for Prime Service.

Amazon 65

Amazon B2B Sales CMS Development Enterprise Management 65

Content4Demand

AUGUST 24, 2022

Buyer enablement offers support for those who are completing what Gartner identifies as the four buying tasks: problem identification, solution exploration, requirements building and vendor selection. Buyers want content that delivers the insights they need to make the best decisions for their teams and their businesses.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

Sana Commerce

AUGUST 24, 2023

Meeting your buyers’ needs and helping them overcome their challenges will improve your customer satisfaction. So, understanding and meeting your buyers’ needs is crucial to your organization’s success. The real answer is simple: your customers. The result? An excess of inventory that might require a return.

Optimization 98

Optimization Customer Satisfaction B2B Terms and Conditions 98

KoMarketing Associates

SEPTEMBER 29, 2014

Earlier this year, we released findings from a survey we ran in conjunction with Dianna Huff, asking B2B buyers about the role vendor websites play in the B2B buying process. First, B2B buyers need pricing and marketing collateral and they expect to qualify their vendors in a straight-forward process.

Customer Surveys 120

Customer Surveys Marketing Websites B2B Vendors 120

Marketing Insider Group

JANUARY 30, 2024

When you aggregate the lists from sales, the sales channel, business partners, marketing and customer service, you will see commonality of requirements across all constituent groups. Next: Why Business Problems and Causes Document the business problems your products, services or solutions address.

Ideal Customer Profiles 225

Ideal Customer Profiles Marketing & Strategy Work Management Marketing Management 225

KoMarketing Associates

MARCH 10, 2014

What elements of the B2B vendor site were most valuable? Here are a few key takeaways, in addition to pre-release material we shared in the following blog posts ( here and here ): Key Takeaway #1: B2B buyers need pricing and marketing collateral. The B2B buyer expects to qualify a vendor in a straight-forward process.

B2B 120

B2B Demand Generation Agencies Validation Vendors 120

SalesIntel

MAY 13, 2024

B2B selling experience encompasses how businesses market and sell their products or services to other businesses. Customization of Offerings: B2B products and services are often customized, while B2C products are usually standardized. What is B2B Selling Experience? The stakes are higher, and purchases are often strategic investments.

B2B Sales 52

B2B Sales Enterprise Management Work Management Marketing Management 52

Seismic

JUNE 30, 2021

When buyers need to understand what resources it will take to implement a solution, customer success managers (CSMs) can help define success and connect the buyer’s goals to customers with relevant, real-world use cases. Technology vendors are working to understand buyers’ needs and build long-term relationships.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Analytics Tools 52

Zoominfo

DECEMBER 28, 2020

How to Spot Buying Signals When B2B buyers need to solve a problem, they start researching online. Given that nearly 90% of pre-purchase research is done on the internet, this online content consumption is a significant signal for understanding buyer intent.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Martech

OCTOBER 27, 2023

Buyers must beware of this trend, as there are some details that vendors aren’t fully explaining as part of their stories. As organizational cloud capabilities have matured, brands are creating their single customer view (SCV) with cloud-native applications and services that solve for identity, data modeling and data quality.

Buyer Need 113

Buyer Need Work Management Marketing Management Budget Programs 113

Martech

MAY 19, 2022

As a result, B2B sales pros do not have the same level of access to prospects putting the burden on marketing and increasingly on product data and tools to play a much larger role in identifying, engaging and supporting accounts and buyers through their purchase journey. At the same time, economic and customer consumption models are shifting.

Marketing Analytics Tools 110

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 110

FunnelEnvy

DECEMBER 26, 2022

Self-service. In previous eras of business where buyers relied on suppliers to learn about a potential product or service, this model wasn’t possible. According to research, many buyers want to do business precisely this way. Don’t try to be something you aren’t just because you think it might broaden your audience.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76

Marketing Interactions

JANUARY 25, 2022

This shouldn’t be a news flash > Buyers are driving and they’re choosing the open highways, rather than the vendor-operated toll roads. B2B buyers overwhelmingly want control over a simpler, convenient experience unencumbered by pushy tactics and self-interested vendors.

B2B Marketing 69

B2B Marketing B2B Budget Programs Marketing & Strategy 69

Madison Logic

JANUARY 18, 2023

Salesforce is the global leader in customer relationship management software and applications focused on sales, customer service, marketing automation, analytics, and application development. And as technology buyers progress through their purchase journeys, marketers must understand that their content format and length preferences change.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Salesforce Marketing Cloud

OCTOBER 31, 2023

Self-service sales: This strategy is much more hands off, letting customers make a purchase on their own without speaking to a sales rep. The big benefit here is broader market reach via preferred vendors like online marketplaces, resellers, and third-party distributors. Just keep in mind that it’s not a “one and done” effort.

Work Management 119

Work Management Marketing Management Marketing Strategy Marketing & Strategy 119

Martech

DECEMBER 22, 2022

We hear that phrase in countless vendor presentations, conferences and advertisements. From services that they provide, such as cloud, gaming, etc. But the dealers may think that that information is something they should have anyway because it allows them to service your product better. “Data is an asset.”

Lead Scoring 110

Lead Scoring Lead Ranking Tips Work Management 110

ANNUITAS

MAY 13, 2014

This is why I believe many organizations struggle with content – they “tell” and when they tell, they tell the buyers the things that they want them to hear which is usually focused on the vendors product or service. When we look to engage buyers in a dialogue , it is a much different approach.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Marketing & Strategy Opt-out 100

Outreach

FEBRUARY 23, 2021

Add value from the get-go: Buyers are limited on time and will receive sales communications from many vendors. Therefore, buyers expect immediate value and understanding of how your particular solution will help them. This needs to be clear in all lines of communication.

Conversion 59

Conversion Curation Forrester B2B Sales 59

Belkins

JANUARY 21, 2020

How do technographics help you If you’re not an IT vendor? It’s a common misconception that only IT vendors benefit from technographic data. Companies that provide services and products based on IT rely on technographics when building their sales strategy and marketing efforts. What are technographics? How do you find them?

Ideal Customer Profiles 59

Ideal Customer Profiles Work Management Marketing Management Research 59

Sana Commerce

FEBRUARY 21, 2023

Personalization can happen anywhere your customers engage with your brand, products or services, such as on your company website, landing pages, web store(s), emails, printed materials, social media channels, marketplaces, your delivery services, etc. It also helps you, as vendor, to get to know your clients’ preferences better.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Seismic

DECEMBER 9, 2021

The need for innovation has never been greater — in how enablement is executed to meet the changing buyer needs, seller demands, and even how and who we hire. . McKinsey , which has been studying B2B interactions for decades, found that buyers want to choose how they engage.

Research 52

Research Work Management Marketing Management Marketing Analytics Tools 52

Choozle

JULY 12, 2022

Services that offer paid search or social advertising will almost always offer a PPC model, which means you will only pay for your ad placement when it is clicked on by the user. Media buyers need as much transparency into the buying process and direct access to raw, real-time campaign data to make informed choices.

Paid Content 84

Paid Content Campaigns Paid Search Agency Allocation 84

Golden Spiral

MAY 19, 2021

We are still far away from equilibrium in the healthcare marketplace, but enterprise buyers are decidedly embracing the reality of a more self-service, digital sale. In scenarios where buyers need a personal touch, they love, welcome, and expect the convenience of “remote” purchasing.

Top of Funnel 62

Top of Funnel Marketing Automation Services Marketing Websites Digital Marketing Funnels 62

VisumCX

SEPTEMBER 26, 2017

In a newly published study , nearly two-thirds of buyers told Merkle that they are challenged by vendors and sales reps that are more interested in selling their products and services than listening to buyers needs. One example of this is Paycor, a leading HR & Payroll technology vendor. on the farm.

Ideal Customer Profiles 53

Ideal Customer Profiles Work Management Marketing Management Case Studies 53

Launch Marketing

APRIL 17, 2019

For small- to medium-sized B2B organizations, having your visitors perform desired actions on your website – such as learning about your products and services, requesting more info, downloading an asset, etc. – As you consider your website, ask yourself the following questions: Do my products/services convey the proper messaging?

Marketing Websites 54

Marketing Websites Tips Case Study Case Studies 54

NetLine

OCTOBER 8, 2020

While their needs have certainly evolved thanks to COVID , the way they search for solutions to their pain points have also changed. . For buyers in the market for new solutions and/or partners, conferences were a very convenient discovery vehicle. Quote Worth Sharing.

Optimization 52

Optimization Marketing & Strategy Lead Ranking Content 52

Salesforce Marketing Cloud

OCTOBER 31, 2023

Self-service sales: This strategy is much more hands off, letting customers make a purchase on their own without speaking to a sales rep. The big benefit here is broader market reach via preferred vendors like online marketplaces, resellers, and third-party distributors. Just keep in mind that it’s not a “one and done” effort.

Work Management 72

Work Management Marketing Management Marketing Strategy Marketing & Strategy 72

Seismic

OCTOBER 28, 2021

Buyers have done their research, but 44% of buyers note that they prefer well-informed sellers who can become a resource that guides them through the buyer journey. 43% of buyers said that a seller who doesn’t know their own product or service would be a deal-killer. Selling is no longer transactional.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

KoMarketing Associates

MAY 12, 2021

But the shift during 2020 became so clear and has probably become permanent enough for there to be a name for it: Digital self-service. What is Digital Self-Service? Examples of digital self-service include, but are not limited to: Knowledge bases. In this article, we’ll focus on the marketing aspect of digital self-service.

Work Management 166

Work Management Marketing Automation Services Marketing Management Demand Generation Agencies 166

ViewPoint

MARCH 22, 2011

buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. Such as: User Persona: The actual user of the product or service.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

Webbiquity

FEBRUARY 14, 2010

Those are the types of questions marketing automation / demand generation software vendors seek to address with their offerings. Buyers no longer rely on sales people for basic information or exploratory “consultation.&# Customers are those who’ve advanced from email service providers (ESPs). Add this to Mister Wong.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

Aberdeen

OCTOBER 19, 2022

He shared several statistics that align with Aberdeen’s research on adoption of AI and automation capabilities for unattended service, but it was also important that he acknowledged that this new era doesn’t mean the end of agents. analytics, WFE, self-service) within a platform (CXOne). Smart self-service. Prepared agents.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Contacts 52

ANNUITAS

AUGUST 14, 2012

And the role of marketing as the “vendor to sales” does nothing to align sales to marketing. However, if we understand that the customer (defined by Webster’s as “ one that purchases a commodity or service” ) is truly the B2B buyer, then the alignment discussion completely changes. Make them?!?! They don’t want to adapt.

B2B Thought Leadership 100

B2B Thought Leadership Marketing Management Peer-to-peer Thought Leadership 100

ANNUITAS

AUGUST 14, 2012

And the role of marketing as the “vendor to sales” does nothing to align sales to marketing. However, if we understand that the customer (defined by Webster’s as “ one that purchases a commodity or service” ) is truly the B2B buyer, then the alignment discussion completely changes. Make them?!?! They don’t want to adapt.

B2B Thought Leadership 100

B2B Thought Leadership Marketing Management Peer-to-peer Thought Leadership 100

ViewPoint

MARCH 12, 2013

Marketing needs to do a better job of communicating on a one-to-one level and connecting what our products and services can do to make people happy. However, it’s an important belief to take on board because it changes our belief about our need to communicate in the earliest stages of the sales cycle.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

Televerde

JANUARY 21, 2020

To find out, dress up like a prospect and pretend you’re scoping for vendors, schedule an onsite visit, and see first-hand what they’re doing to steal all your clients. A better marketing strategy is one that markets your brand as a partner, and not simply a vendor. Or, maybe it is you? More thorough follow-up strategy.

Marketing Proposals 52

Marketing Proposals B2B Sales Analysis Vendors 52